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Most people don't fail at influence because they lack intelligence. They fail because their default approach triggers defensiveness — especially when stakes are high, time is short, or emotions run hot.
In about 4 minutes, surface your default influence style, your blind spot, the gap between who you believe you are and what you do under pressure, and one concrete move to try this week.
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Inside: the five most important things to know if you want to change how people think, behave, and decide — and how to put them to work tomorrow.
Monthly insights into what moves people. Learn the psychology and behavioral science behind how people think, decide, and act — and practical ways to apply it the next day.
Picture a CEO — let's call her Maya — walking into her third board meeting on the same "group belongingness" initiative she's been pitching for more than a year. She has the ROI models, the peer-benchmark data, the cost-of-inaction analysis. And she opens with, "It's only fair…"
Just like that, she loses part of the room. Not because the board is hostile, and not because the numbers are wrong, but because Maya is arguing in a moral dialect much of the room doesn't natively speak. The research calls the failure mode the "moral empathy gap." The fix is a technique called moral reframing — and, done well, it can change everything.
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